How do you feel about the industry?

We have one dealer in our territory with the sell at all cost mentality, low ball service, low ball the sale just to get the deal.

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Originally posted by Kitz:
We have one dealer in our territory with the sell at all cost mentality, low ball service, low ball the sale just to get the deal.

Ive always said "the last person I want to sell a copier to is one that is currently looking".

It is best to go out and find prospects that you can help and they don't realize they have a problem until you point out a better way to do things.

Those deals are win-win. The customer wins with lower total costs and improved productivity/workflow and you win because those deals are seldom price wars or even competitive.

Yoda

I'm in agreement with Ive always said "the last person I want to sell a copier to is one that is currently looking".

However we still need to follow up on new leads and put the effort in for each of those deals.

I'm in favor of a contraction of the industry as a whole.

When you have created the prospect I notice now customers seem to still go to market and price check. Even presuming you keep the deal (typically I have) its been extremely margin limiting! I'm presuming this is a symptom of the GFC but also this "commoditization" I hear bounced around so much.

Anyway it seems you have to work harder and harder every year, I'm not opposed to working hard but will be interesting to see when the industry bottoms out.

It would seem only the leading edge of the technology industry retains margins so perhaps its just a case of moving on to the next thing.

In my part of the world allot of the old school guys have left the industry and gotten into Real Estate of all things. But I do know they all struggled with the increasing technological side of our industry.

I certainly enjoy the industry and all its challenges but I'm keeping a close eye on whats happening.

That is my rant anyway

I hear you with the working harder and harder each year!

quote:

Originally posted by Art Post:

However we still need to follow up on new leads and put the effort in for each of those deals.

Funny thing is even leads now seem to be less or even non competitive. We subscribe to a service that sends us leads when someone fills out an online form for information on equipment. In the past there used to be 4-8 vendors in these deals last three no one other than us even called.

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Originally posted by Yoda:

quote:

Originally posted by Art Post:

However we still need to follow up on new leads and put the effort in for each of those deals.

In the past there used to be 4-8 vendors in these deals last three no one other than us even called.

That's a good thing right?

Anyone receiving EDA reports?

quote:

Originally posted by Art Post:

quote:

Originally posted by Yoda:

quote:

Originally posted by Art Post:

However we still need to follow up on new leads and put the effort in for each of those deals.

In the past there used to be 4-8 vendors in these deals last three no one other than us even called.

That's a good thing right?

Buyerzone couldn't remember the name. Yes but its weird.

Does anyone have Market Share numbers from 2012?

Who is on top? who has fallen?

I feel it is getting increasingly difficult to attract quality sales and service people to this industry. It is hard for a new sales rep to earn a decent income and to find a service tech who is good at electro-mechanical break fix.

Society does not seem to be producing people who want to be in outside sales or think that they can earn an income other than by sitting behind a computer.

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Originally posted by SalesServiceGuy:
I feel it is getting increasingly difficult to attract quality sales and service people to this industry. It is hard for a new sales rep to earn a decent income .... outside sales or think that they can earn an income other than by sitting behind a computer.

Don't let out that dirty little secret everyone will want a raise!

Really that is the truth. We sometimes think everyone would love to sell copiers for a living but in reality it is very very difficult and difficult to find people that can do it well.

I think it is easy (30 years of thinking a warped way) but when you get a newbie to the industry they think you are "insane" when you tell them to forget everything they learned in marketing class, or speaking "Portuguese" when you try to describe the real "copier" sales cycle.

MPS Math

quote:

Originally posted by Art Post:
I still believe there are many more pages to capture. I'm not thrilled with the shrinking margins, however I gotten used to picking my battles and knowing when I can make GP and when I can't. I think our industry needs to be more creative with new products also. Would like to hear from others

I think our industry needs a new business model. It needs to be leass about the product and more about solving business solutions and capturing page volume in the account. The industry has talked a lot about this over the years with things such as solution selling and managed document services. However, at the sales level we are still focused on pushing "boxes" and chasing the revenue associated with equipment sales. This is a generalization of course, there are many sales reps selling solutions. My point is that companies focus on driving equipment sales. Look at comp plans, they focus heavily, if not exclusively on equipment revenue. Perhaps, focus on total revenue and profitability from the account/territory. Look at hardware, services and aftermarket.

As a new sales rep with no prior outside sales experience this industry is insane. Going door to door cold calling isn't working. I don't know if it is just my approach or buyers have changed but the sellers haven't. My dealer is super old school. I asked for a recommendation on some crm software and they said use you're brain and a rollodex. Technology had dramatically changed the service side of things but the sales side is still in the 1950s.

If you're looking for CRM support then I suggest you find another dealer that is using a CRM program, your old school dealer will not last much longer.

Going door to door is more about picking and choosing who you want to visit. I will only pay them a visit now when I can't get anywhere with phone calls, email, social media and regular mail.

Meshyf: If you like and enjoy discovering, creating and solving customer related problems in our industry, do as Art suggests, find a dealer that can and will support their customers - unfortunately your situation will only become more distressed when you sell that solution cuz your employer isn't the least bit interested in you and your success NOR your customer and his success.

Well the month is over and we went through some serious changes. Just kidding not a single rep met their quota. They held a cold call competition. Which led to a bunch of bad calls just to win the prize.

Finally the almost sales manager is offering to pay for shipping on mailers but still offer no real plan to increase sales.


I know this industry offers its sales reps a chance to earn six figures but it isn't possible at this dealer.


What makes a great dealership? Now that I have a years experience in a zero growth company it would be nice to work for a more proactive company.

good question "What Makes a Dealership Great", I will try to post a few things this week and I'm sure other p4p'ers will also chime in.

Art

quote:

Originally posted by Meshyf:
Well the month is over and we went through some serious changes. Just kidding not a single rep met their quota. They held a cold call competition. Which led to a bunch of bad calls just to win the prize.

Finally the almost sales manager is offering to pay for shipping on mailers but still offer no real plan to increase sales.


I know this industry offers its sales reps a chance to earn six figures but it isn't possible at this dealer.


What makes a great dealership? Now that I have a years experience in a zero growth company it would be nice to work for a more proactive company.

Wow 1 whole year woooohoooo. Change professions! Seems you want a job not an opportunity. Seriously this business is for entrepreneurs make your own plan.

You don't understand the beauty of this industry. Its the last one where you can determine your own income.

Treat it like your own business without any of the expenses, None, Zero, Nada, Zilch. For your investment of ZERO (and obviously Zilcho previous experience) you get to share in the profit. Wait a minute I should start charging like brokers charge realtor's. Hmmmmm?

Let me tell you everyone of our reps 9 in total make about $100k Plus up to $225k. And that's in a very secondary/tertiary market.

You make yourself great,
1. Does the dealership service the equipment adequately?
2. Do you get a copier when your client orders one?
3. Do they have a truck or a delivery service deliver it?

If "Yes" the dealership is doing what they are supposed to do now you need to get creative and do what your supposed to do and make calls and find opportunities then analyze the opp then propose, then close. Rinse and repeat.. How many sales books have you read? Are you A+, CDIA, Manufacturer certified.

Dang no one at quota the dealership has a hiring problem not a program/policy problem.

Shizz I'm so revved up I'm going to answer my own post.

Do you know your comp plan inside out, backwards forwards and divided by PI?

If not start there.

Dissect your assignment/territory.

Then make a list of all potential customers, eliminate BS (i.e. gas stations, food marts, beauty salons, bike shops etc...) then look at whats left over make sure they can MAKE LOCAL DECISIONS, don't call a Proctor and Gamble office in your territory just because they are big (they cant buy from you even if it was free)

Then call the ones that are left and find out where they are in the buying cycle and who makes the decisions. Enter into a database of some sort. Call and get an initial introductory appoint and wallah! you've got a prospect.

Now get about 20 into your pipeline and start selling! (The selling part I'll leave to another day but prospecting and getting prospects is easy.)

On top of it all you have Kyocera printers (the lowest CPC in the industry)

Now quit whining and start working 10-12 hour days to begin with, when you get going you can cut back, learn about how businesses work and what their issues are and how you can help them, learn paper intensive vertical markets.

Who the Heck do you know that makes $100k Plus and doesn't work there AZZ off and are experts at what they do?

quote:

Originally posted by Meshyf:
As a new sales rep with no prior outside sales experience this industry is insane. Going door to door cold calling isn't working. I don't know if it is just my approach or buyers have changed but the sellers haven't. My dealer is super old school. I asked for a recommendation on some crm software and they said use you're brain and a rollodex. Technology had dramatically changed the service side of things but the sales side is still in the 1950s.

So buy one ACT is $150. Excel is free comes with Office.

I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.

quote:

Originally posted by Meshyf:
I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.

Company culture who cares? Its not a social club. You should be out in the field 7 hours a day learn your trade it takes a min 2 years more like 3 to even be able to wipe ur own arse. What about all the other advice I gave in two posts?

Yes there is more to this. Ive seen 200 guys like you. Admit it you want a job with clear expectations etc.. wrong industry. You got to be a rain maker. YOU HAVE TO MAKE IT HAPPEN. PERIOD.

quote:

Now quit whining and start working 10-12 hour days to begin with, when you get going you can cut back, learn about how businesses work and what their issues are and how you can help them, learn paper intensive vertical markets.

Kudos 10-12 hours will make you a winner and put you in the 100K club

quote:

Originally posted by Meshyf:
they said use you're brain and a rollodex.

They are telling you sink or swim o young one. Or use the force Luke. (There you have it a Star Wars reference)

quote:

Originally posted by Art Post:

quote:

Now quit whining and start working 10-12 hour days to begin with, when you get going you can cut back, learn about how businesses work and what their issues are and how you can help them, learn paper intensive vertical markets.

Kudos 10-12 hours will make you a winner and put you in the 100K club

When starting out yes it will.

quote:

Originally posted by Yoda:

quote:

Originally posted by Meshyf:
As a new sales rep with no prior outside sales experience this industry is insane. Going door to door cold calling isn't working. I don't know if it is just my approach or buyers have changed but the sellers haven't. My dealer is super old school. I asked for a recommendation on some crm software and they said use you're brain and a rollodex. Technology had dramatically changed the service side of things but the sales side is still in the 1950s.

So buy one ACT is $150. Excel is free comes with Office.

I use a crm called highrise for the print4pay hotel, it's cloud based on $19 or so per month, it's actually quite good!

quote:

Originally posted by Yoda:

quote:

Originally posted by Meshyf:
they said use you're brain and a rollodex.

They are telling you sink or swim o young one. Or use the force Luke. (There you have it a Star Wars reference)

Yoda:

I've been waiting for a star wars quote from you for years! nice

quote:

I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.

I've always remembered these quotes:

The hardier I work the luckier I get.
Winners make things happen, losers wait for things to happen.
Be careful what you wish for.
The thought of cheap price is long forgotten after poor service.

Sometimes you need to crawl before you can walk, the time that you are putting in now will help you in the future, be patient, put some numbers up despite the pitfalls, prove that you can succeed and not for one month or one quarter, if you can do all of that you can have the keys to kingdom.

As one Yoda stated there is "beauty in this industry", if you put numbers up on a consistence basis you can write your own check, take extra days and time off, and have fun doing it. I'm 33 years doing down the street and I still enjoy my job (except when I don't have my numbers).

Art

quote:

Originally posted by Art Post:

quote:

I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.

I've always remembered these quotes:

The hardier I work the luckier I get.
Winners make things happen, losers wait for things to happen.
Be careful what you wish for.
The thought of cheap price is long forgotten after poor service.

Sometimes you need to crawl before you can walk, the time that you are putting in now will help you in the future, be patient, put some numbers up despite the pitfalls, prove that you can succeed and not for one month or one quarter, if you can do all of that you can have the keys to kingdom.

As one Yoda stated there is "beauty in this industry", if you put numbers up on a consistence basis you can write your own check, take extra days and time off, and have fun doing it. I'm 33 years doing down the street and I still enjoy my job (except when I don't have my numbers).

Art

You are wise beyond your years Obi-wan kenobi.

That's it never again. I actually looked up the spelling. LOL.!

Yes...all this "you have to provide solutions" talk is all fine and good but it's still a numbers game. However, you have to make each call effective by getting information that will help you someday get in the door. What they have (or who they call for service should tell you what they have), whether they own or lease, are they 100% satisfied, and who makes the decisions. Your questions can't come across as an interrogation or you won't get any info from the receptionist. But if you are pleasant and ask each question as if its the last question, I can usually get pretty far. I may not get it all on the first call but I keep good records and use what I get to get more info the next time. Say I only get the brand of copier on the first go around, I go back a few months later and say, "I know you have a Canon copier but can you tell me whose decision it was to go that direction?" For the most part, I cold call for information, then phone call for appointments. I can often get past the gatekeeper by saying, "I need to speak to Mr. VITO regarding the Canon copier that you have." I don't tell the receptionist that I work for the company that sold them the Canon, but they seem to somehow assume that oftentimes.

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Originally posted by Old Glory:
I can often get past the gatekeeper by saying, "I need to speak to Mr. VITO regarding the Canon copier that you have." I don't tell the receptionist that I work for the company that sold them the Canon, but they seem to somehow assume that oftentimes.

nice, very nice

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As one Yoda stated there is "beauty in this industry", if you put numbers up on a consistence basis you can write your own check, take extra days and time off, and have fun doing it. I'm 33 years doing down the street and I still enjoy my job (except when I don't have my numbers).

Art

I have been in the industry about 13 years, I would love to say 33 but I'm only 31 years old (just to rub it in Art!)

If there is one thing I realized in my early years, you can't work somewhere for a year or so and go to the owner/manager asking for changes. You haven't earned your stripes yet, the business has seen hundreds of sales reps motivated with piss & vinegar ready to change the world and they crash and burn in the first 18 months. The typical copier vendors in my area have 50 reps each and Hire/Fire 5 or so a month - that's a huge mortality rate!

As everyone has said, this is a long term industry. You have to keep you head down for at least 2-3 years before you should even consider putting your 2c forward.

That being said, I did 150% of my months target in the first week so I slept in till 10am this morning - so there is light at the end of the tunnel!

quote:

I have been in the industry about 13 years, I would love to say 33 but I'm only 31 years old (just to rub it in Art!)

yeah, yeah, rub it in!

Great thread, and I loved what Yoda had to say.

Some questions:

1) How can I generate more PROSPECTS (not leads) outside of work hours?

2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later?

3) How do you emphasize pain points? Do you push, or let the customer see the error of their own ways?

4) Closing tips?

@Art : I may start buying your materials.. I am hammering on this industry and Yoda had it 100% right when he said that with this job you have to treat it like your own business.

www.copierdirect.ca

quote:

Originally posted by Czech:
Great thread, and I loved what Yoda had to say.
Some questions:

2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later?

4) Closing tips?

Forget everything else "ITS ALL ABOUT CASH FLOW IN BUSINESS" if you can't meet payroll next week doesn't matter whats coming next month.

2) I'm not sure you get it. Sell NOW to people not in the market NOW. Not later.
4) Closing is just a natural progression from offering a break even TCO analysis now. Who wouldnt want to spend the same or a little more and get more? No one!
Example: you are paying monthly payments/maintenance/insurance/gas for a Toyota Camry right now yes? What if I could offer you a Mercedes for the same price right now? Would you do it? Maybe. But it would at least open a dialogue right now, wouldn't it? Of course it would.

Get some sales 101/6th grade math training. Forget about the technology they all do the same things. Scan/print/copy and BTW the Japanese all share technology eventually.

Peace out!

quote:

Originally posted by Czech:
Great thread, and I loved what Yoda had to say.

Some questions:

1) How can I generate more PROSPECTS (not leads) outside of work hours? Get involved with your civic, church communities

2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later? Include your linkedin profile on your email salutation and make sure you have many references from other customers and or prospects.

3) How do you emphasize pain points? Do you push, or let the customer see the error of their own ways? Ask and ye shall receive, when a customers states an issue, ask if that is a problem for them. If you notice something by all means bring that up and then listen

4) Closing tips? ABC, always be closing for the next touch whether an appointment, a demonstration, webex or the order. Lead them down the path of taking the next step.

@Art : I may start buying your materials.. I am hammering on this industry and Yoda had it 100% right when he said that with this job you have to treat it like your own business. Yoda is right, essentially it is your business, you are the first point of contact for them, new customers are buying more from you than the name on your business card.

www.copierdirect.ca